Initiative Taking in Negotiation
Elnaz Nouri, David R. Traum · 2014
We examine the relationship between ini-tiative behavior in negotiation dialogues and the goals and outcomes of the ne-gotiation. We propose a novel annota-tion scheme for dialogue initiative, includ-ing four labels for initiative and response behavior in a dialogue turn. We anno-tate an existing human-human negotiation dataset, and use initiative-based features to try to predict both negotiation goal and outcome, comparing our results to prior work using other (non-initiative) features sets. Results show that combining initia-tive features with other features leads to improvements over either set and a major-ity class baseline. 1